Agents who succeed in the industry are often the ones who master discipline early, with consistent routines, clear goals, and accountability becoming the difference between those who grow and those who stall. Here is how to get ahead.
Interested in taking your career to the next level? Join REB’s New Agent Academy. Free tickets here.
For new agents, the pressure to generate fast results can overshadow the importance of building strong long-term routines, but without structure, consistency, and clear direction, maintaining momentum can be difficult.
Coronis Group director of growth, Craig Gillies, said that motivation, consistency, and accountability are all pivotal to setting up a new agent for success.
According to Gillies, those who commit to meaningful goals, implement realistic steps, and are accountable for their actions are more likely to go far in their careers.
He said that to be successful, agents should set goals to have an objective to strive for, giving them a purpose to carry out their role.
“If you’re doing it because you are going towards something that’s big and meaningful in your life, you’ll get out of bed and continue to do that,” he said.
Gillies said that agents’ success is largely determined by the strength of their goals, as the right motivator can be a powerful driving force.
“We’ve had a guy come into our business and write about $1.5 million commission in their first year, and he had a really big reason to do it.”
“He just got in there and threw the rest of his life out the window for 12 months and focused on doing exactly everything that we told him to do because we knew it worked and he did it.”
To ensure reasonable targets, his business went through a goal-setting process with agents, using the “SMART” strategy to set specific, measurable, achievable, relevant, and time-bound objectives.
When developing their goals, Gillies said agents should ensure the targets were specific to them, as opposed to what they believed they should be aiming for.
“If you’re in real estate, you look at everyone’s Instagram and go, ‘oh, nice Rolex’, do you really want a Rolex?
“If you do, it means something to you. If you don’t, you don’t have to have one just because everyone else has got one.”
Additionally, Gillies said agents need to compare their goals to their own achievements, as opposed to the results of peers who have been in the industry for years.
“Yes, they would be better than you, but they were like you when you started. Compare yourself to what you have said you want your real estate career to be and where it should be at the moment,” he said.
Once agents have a goal in mind, Gillies said they should then develop a plan that will work for them and enable them to work toward their objective.
He advised new agents to treat certain tasks as appointments with themselves, allocating time for each job and working towards a target they have set themselves.
“If you are prospecting and you sit down, make the number of calls that you have deemed appropriate for your level, find somebody who’s thinking of selling every day, you can’t go wrong.”
To ensure they thrive in the industry, Gillies said agents should have a consistent pipeline, as success is often shaped by actions taken long in advance.
“If you’re sitting in your office and you don’t have any listings or appointments this week, it’s not because of something that you have done this week, it’s because of something that you didn’t do two or three months ago.”
Aside from setting goals and having a solid plan in place, Gillies said, importantly, new agents need to be accountable for their results by monitoring their actions daily.
Despite technology enabling agents to monitor multiple things at once, Gillies said going back to the basics with paper resources allows new starters to have a visual reference of their progress.
“We’ve got some manual call sheets where every time you speak to somebody, you make a mark on the sheet. It keeps you accountable to yourself and the numbers that you said that you were going to do each day,” he said.
Gillies said agents often lost track of their progress, believing they had made more progress than they really had, and so having a visual representation of their results is highly beneficial.
“It’s not because they’re making it up, it’s just because I believe they think they’ve done that amount of work,” he said.
“This tracker is a way for you to just really simply keep track and hold yourself accountable to what you’re doing because that’s the most important thing.”
Interested in becoming a real estate or buyer’s agent? Join REB’s New Agent Academy.
One of the industry’s key education and networking events, it connects early-career agents with some of Australia’s top performers, offering real-world insights to help fast-track your success.
Whether you’re breaking into the industry, building momentum in your first few years, or looking to sharpen your edge in a competitive market, the academy is designed to give you the tools to get ahead.
To secure your free tickets to the REB New Agent Academy, click here.
The REB New Agent Academy will be held in Melbourne on 5 June and Sydney on 12 June.
Want to see more stories from trusted news sources?Make Real Estate Business a preferred news source on Google.
